In order to persuade each other, you and you customer have an online dialogue. The structure and order in which you present each other parts and phases of this dialogue affects the outcome of the dialogue. This structuring is called ‘Choice Architecture‘ . Moreover, during your online dialogue you constantly have to persuade your customer into the correct phase of your dialogue. In order to do so, you have to ‘trigger‘ a response.
"Even when highly motivated and able, we need a little reminder to make us act" In order for us to act, we must 1) be sufficiently motivated, 2) have the ability to perform the behavior, and 3) be triggered to perform the behavior (based on B.J Fogg's 2009 paper describing his Fogg Behavioral Model). Even